Why do you need to acquire leads? With a large number of leads (potential buyers), the business will be able to survive because these people are most likely to purchase your products or services. Also, prioritizing the leads from the most likely to convert to the least probable helps you maximize the return on your efforts.
Therefore, it’s crucial for any company to have an effective lead generation campaign in place to increase the likelihood that they will obtain enough new customers and revenue every month.
There are numerous ways in which one can go about generating leads. Some are more effective than others. Some are tried and tested, like making calls or personal meet-ups. Others involve utilizing technological advancements and hard skills. In this article, we will discuss what your business can do to generate more qualified leads with Salesforce CRM.
What Types of Leads Exist?
Salesforce aids in lead generation, qualifying, managing, and forwarding them to the sales team. You can also perform Salesforce integration with various tools and devices to maximize the efficiency of your daily operations.
However, it’s critical to comprehend the difference between leads. These people vary in the degree of interest in your offers, so you need to focus on the most active ones. The scale and naming of leads may vary, but you can divide them into five or more status categories, including the following:
- New, i.e., you have their information, but you still have to make your first contact with them;
- Working, you communicate with such people about an offer via social media, emails, or phone calls;
- Fostering, also known as nurturing. It’s someone who isn’t interested in your product right now, but you continue to connect with such leads through different channels to remind them about your company and encourage them to buy when the time comes;
- Unqualified, or dead, such leads don’t need your offer at all, and you generally stop communicating with them;
- Qualified, or sales leads, are most likely to buy from you. These potential clients give you a “green light” to implement your sales strategies.
Don't forget to check out: How Does Salesforce for Small Businesses Help to Get Leads?
The benefit of separating leads into various groups is that you gain information on the stage of communication and their willingness to do business with you, such as:
- present and already acquired customers;
- those whom you can convert;
- future\potential consumers who still require nurturing.
If your company has various groups of specialists responsible for sales and lead generation, such a split becomes even more important. The key goal is to convert all your prospects into sales-qualified leads, sending them along the marketing funnel and sales pipelines. The more qualified leads you to provide to your salespeople, the bigger the chance to make a sale.
Using Salesforce for Lead Generation
So, where do you find your leads? You may contact them in an old-fashioned manner, like through cold-call sales pitches, or increase your return on investment by implementing digital platforms. Modern businesses focus on a strong online presence and introduce CRMs like Salesforce to streamline various tasks.
What can Salesforce do in terms of qualifying leads? It provides analytics for determining the effectiveness of your channels, on-point reporting, trend monitoring, and a 360-degree view of your clients. You can segregate Leads from Accounts, Contacts, and Opportunities in Salesforce, allowing each team to focus on different “layers” of your prospects.
So if you plan to introduce this tool, find yourself a developer or administrator to help you launch and configure all of the Salesforce processes. They should have previous hands-on experience, preferably in a similar industry to yours, to be familiar with its peculiarities. Having Salesforce certification is also beneficial, so pay attention to that.
Salesforce Lead Generation Features
1. Auto-filling Forms and Lead Capture
There are various ways to create a lead record and fill in data in a CRM. For example, manual creation or list import options. Salesforce helps automate this process. Here is how.
Acquiring more leads via Salesforce happens with the so-called web-to-lead integration of Salesforce with the company’s website or other software. When a prospect submits their contact information, the system adds a record for the lead in the database. The Salesforce Auto-filling Forms and Lead Capture tool minimizes human data entry by automatically filling out forms with data from pre-existing records. Additionally, it makes web page lead generation simpler.
2. Lead Scoring
You can configure Salesforce to automatically rate or score prospects and their willingness to do business, such as “Cold” or “Hot”. For example, the tool analyzes the amount of time spent on the website. Salesforce can also sift out duplicate contacts, ensuring that you have unique records of your leads.
You can set up Lead Processes in Salesforce to build the standard lead lifecycle and ensure that all team members are on the same page.
3. Assigning Leads
It includes automated lead scoring and lead routing based on predefined criteria. This strategy lets you assign the lead to the needed specialist in your organization to communicate with them and close a deal. For example, you may choose an employee in a specific region to connect with the lead on a more personal level.
4. Lead Validation
The Lead Validation tool enables companies to remove undesirable contacts from their database, ensuring that sales teams only concentrate on customers who are genuinely interested in their goods or services.
5. Customizable Dashboard
Easy-to-use dashboard with customization options offers you a thorough overview of all your leads and their current status. You can filter leads in the dashboard according to particular criteria.
Check out another amazing blog here: Generate More Leads With Salesforce's Data.com
Salesforce Integrations for Lead Generation
Although you can combine Salesforce applications to manage your marketing campaigns, sales, and customer service, they are not the only tools you’ll need to operate your company. To make the most of what you have invested, Salesforce supports various third-party solutions. Popular integrations include the following:
- Web analytics: Salesforce works with Google Analytics and other web analytics programs to monitor user interaction with the website. Salesforce provides Interaction Studio in Marketing Cloud to tweak your page elements without any coding skills. Interaction Studio gathers information on various topics, such as browsing history, actions, purchases, and time spent on the site.
Based on consumer profiles, these data can help develop scenarios for meaningful experiences in Einstein, AI in-built tool. Additionally, with all this data, marketers can conduct A/B testing and elevate it to a new level, receiving and using real-time results.
- eCommerce platforms: If you sell products online, Shopify, Magento, WooCommerce, and other eCommerce platforms are compatible with Salesforce. This compatibility allows you to track the development of your sales funnel from the initial point of contact until conversion.
If you need some SEO add-ons, you can add them to your website or online store. Plus, Salesforce B2C Commerce provides architecture and SEO capabilities to streamline crawling and indexing your website by search engines.
- Marketing automation: Through connections with Hubspot, MailChimp, Constant Contact, and Hootsuite, Salesforce users can manage email and social media campaigns.
Here is how you can. You can quickly create a message and set when you want it to be sent.
- Accounting program: You may better manage invoices, payments, and other financial transactions by connecting Salesforce to QuickBooks or Xero from a single dashboard.
Here are the ways to acquire more qualified leads for your business. The bottom line is to segment the audience into groups and determine people’s interest in communicating with you. Finding the perfect candidates will increase your chances of engaging them and converting them into clients.
Promote the website in search, share valuable content, and connect lead generation processes to modern software such as CRM. We’ve looked at leveraging Salesforce, one of the top players among CRMs on the market.
How can you benefit from connecting the website with Salesforce? You organize and automate your lead processes. Linking Salesforce to your client database lets you gather data on leads, auto-submitting information as independent records. It allows you to score leads and direct them to the needed employee. To summarize, you can benefit from this convenient and functional CRM system to manage various business operations, customer relations, analytics, marketing, sales, and more.